Early on in my business, I was networking with everyone with no special focus. When I first started my business more than 6 years ago, I was a Jill of all trades. My business was new and I was open to coaching anyone who asked. I was doing this because I was eager to help people, grow my business, and hone my coaching skills.



As time went by, I realized I was spreading myself too thin and instead of my business growing, it was starting to decline. I knew if I was going to grow my business, I had to get out there and connect with the right people. It wasnt going to happen by sitting in front of my computer in my sweats thinking about it.





If I intended to network with the right people, I needed a clear and specific plan to follow. In the past, I would push myself to go to an event without much preparation. I was flying by the seat of my pants, hoping for the best. It was no surprise I dreaded networking and didnt accomplish very much.



So, I asked myself What could I be doing differently? To begin with, I needed to know:



* Who do I want to meet?

* Where do they gather?

* What do I want to accomplish from networking?

* Where are the best places to network?

* What do I say to grab their attention?

* What happens after I leave the event?



From answering these questions, I created a 7-step networking plan that works every time.



With this plan, you now know what to do before, during, and after attending a networking event. Youll be prepared and confident that youll walk away having connected with the right people. And, when you connect with the right people who need your product, an abundance of business will start coming your way. Here are the 7 steps to follow:



1. Your Networking Pie

There are many different places to network. Open up your local business journal and see all the places there are to network. Draw a circle and divide the circle into pieces of a pie. For each slice, write a place where you can network. Some examples are weekly networking groups, business associations, the local Chamber of Commerce, Rotary Clubs, special interest groups.



2. Be a Detective

Contact the person in charge of the event and find out whos attending. Then go on the Internet and research them. Maybe theyre launching a new product or have achieved a great sales year. With the information you find, you now have something to say that will grab their attention.



3. Set Your Intention

Put your attention on your intention. Create specific goals of what you intend to accomplish. Schedule in your planner the number of networking events you will attend monthly and how many people you will meet. And, no matter what, do what you say youre going to do.



4. Grab Their Attention Immediately

First impressions happen in the first 30 seconds. Create a compelling 30-second statement that will have the person sitting up and listening. It should clearly state a benefit for the person you are meeting. Write it out and practice with several different introductions until you feel comfortable.



5. Ask Them for Help

After I ask them questions about their business. If I determine theyre not the decision maker, I ask the person a couple of questions. Whos in charge of sales, followed by, Im wondering if you can help me? It removes any pressure when you ask for their help and people do want to help. I recently attended a networking event and asked these questions. I was given the name of the president, called him and we have an appointment to meet. That was easy and simple to do!



6. Build Relationships

People do business with people they know, like and trust, and that takes time. Take the time to ask them questions about their business. Show youre genuinely interested in them. The most rewarding business relationships evolve over time so be willing to keep in touch. Find various ways to keep in touch other than the phone.



7. Follow Up

Any substantial business Ive received from networking didnt happen overnight. It happened because I was persistent and didnt give up. Make contact with the person youve met within 24 hours of meeting them. Expect that it will take at least 6 encounters or more to move the prospect to the next step. Send a personal follow-up note, a thank you, a congratulations note, or a relevant article of information.



ASSIGNMENT:



* Select at least 2 networking events you will attend this month and write the dates in your planner. Most networking groups allow you come as a visitor a couple of times.



* Make a decision to join at least (1) networking group that meets weekly. I recommend a weekly networking group because theyll get to know you faster on a weekly basis, and start giving you business more quickly.



* Write down clear and measurable goals of what you intend to accomplish at your next networking event.



* Create your compelling 30-second statement. It should include who you are, what you do, and what makes you unique. Write it out and practice saying it until you can say it with confidence and enthusiasm.



By following these 7 steps, youre on your way to connecting with people who are serious buyers. Now that youve gotten their interest, you may want to learn the next steps to closing the sale.



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